# 1000Steps

> 1000Steps is a B2B lead generation and commercial development consultancy founded in 2017. We build and run the commercial engine for our clients: mapping the market, identifying the right buyers, generating conversations, nurturing consistently and tracking the whole journey from first contact to renewal. We work across the UK, Singapore, Australia, Europe and the Middle East.

How we think about sales, in short:

- Marketing and sales are one team running one journey from lead to renewal. The handover model is dead.
- Most of a market is not buying today. The job is to be front of mind for when the timing arrives, not only to chase the few who are ready now.
- The existing database of contacts is the most underused commercial asset in most businesses. Discipline beats tooling.
- Nurture beats volume outreach. Consistent, human, front-of-mind contact builds trust over time.
- Selling is question-led and consultative. Good questions and listening bring buyers in. Telling them their problem pushes them away.
- AI removes friction. It does not replace the seller.
- Measure the whole funnel, not just the close.

Key personnel: Fraser Morrison (CEO and Founder), William Jones (Managing Director), Richard Franks (Sales Director MENA), Mark Hughes (CEO Australia).

## Start here

- [About 1000Steps](https://1000-steps.com/about-us/): Who we are, how the consultancy operates and the model we run for clients.
- [The team](https://1000-steps.com/about-us#our-team): The people who deliver the work, with individual profiles.
- [Get started](https://1000-steps.com/get-started/): How to begin a conversation with 1000Steps.
- [Sales performance assessment](https://1000-steps.com/resources/sales-performance-assessment/): A structured self-assessment for diagnosing where a sales engine is leaking.

## Services

- [Lead generation](https://1000-steps.com/lead-generation/): Our core service. Market mapping, LinkedIn outreach, email, nurture and qualified meeting generation, run as a system rather than a campaign.
- [LinkedIn lead generation](https://1000-steps.com/linkedin-lead-generation/): Structured LinkedIn and Sales Navigator outreach, built around human conversation rather than automation.
- [Sales and marketing strategy](https://1000-steps.com/sales-and-marketing-strategy/): Go-to-market planning, segmentation, positioning and alignment between commercial functions.
- [Business development consulting](https://1000-steps.com/business-development-consulting/): Building a BD function, market entry, partner and relationship development.
- [Sales processes](https://1000-steps.com/sales-processes/): Sales stage design, meeting frameworks, follow-up cadences and pipeline discipline.
- [CRM solutions](https://1000-steps.com/crm-solutions/): CRM setup, adoption, data hygiene and reporting tied to commercial outcomes.
- [Sales strategy consulting](https://1000-steps.com/sales-strategy-consulting/): Senior strategic input for leadership teams shaping their commercial approach.
- [B2B sales audit services](https://1000-steps.com/b2b-sales-audit-services/): A structured review of an existing sales function and where it is losing revenue.

## Core explainers

- [What is B2B lead generation](https://1000-steps.com/articles/what-is-b2b-lead-generation/): The main pillar explaining what lead generation is and how it should work in B2B.
- [How B2B lead generation works, step by step](https://1000-steps.com/articles/how-does-b2b-lead-generation-work-step-by-step/): The process, sequencing and practical execution.
- [Outbound lead generation process](https://1000-steps.com/articles/outbound-lead-generation-process/): How structured outbound is built and run.
- [B2B lead generation channels](https://1000-steps.com/articles/b2b-lead-generation-channels/): Which channels work, when, and how they combine.
- [Types of leads in B2B: MQL vs SQL vs SAL](https://1000-steps.com/articles/types-of-leads-in-b2b-mql-vs-sql-vs-sal-explained/): Lead definitions, funnel stages and the handoff between marketing and sales.
- [What is a discovery call](https://1000-steps.com/articles/what-is-a-discovery-call/): Discovery as a formal, prepared step rather than an early pitch.
- [What is lead nurturing](https://1000-steps.com/articles/what-is-lead-nurturing/): Why nurture, not volume, is the mechanism that converts a market over time.
- [Sales velocity formula](https://1000-steps.com/articles/sales-velocity-formula/): Measuring pipeline speed and diagnosing where deals slow down.
- [What is revenue operations](https://1000-steps.com/articles/what-is-revenue-operations-revops-guide/): RevOps, data, reporting and operational sales infrastructure.
- [What is a CRM system](https://1000-steps.com/articles/what-is-a-crm-system/): CRM fundamentals and what it is actually for.
- [B2B sales glossary](https://1000-steps.com/articles/b2b-sales-glossary/): Standard definitions for modern B2B sales terminology.

## Methodology and point of view

- [The humble introductory meeting](https://1000-steps.com/articles/the-humble-introductory-meeting/): Why the first meeting is the most overlooked and most important step in the cycle.
- [Would you propose on the first date](https://1000-steps.com/articles/would-you-propose-on-the-first-date/): On pitching too early and why it costs deals.
- [Why you are not as good a listener as you think](https://1000-steps.com/articles/why-youre-not-as-good-a-listener-as-you-think/): Listening as the primary sales skill.
- [Building a contact nurture and lead generation model](https://1000-steps.com/articles/building-a-contact-nurture-and-lead-generation-model/): The database, grading, ownership and tracking discipline.
- [Mastering LinkedIn Navigator](https://1000-steps.com/articles/mastering-linkedin-navigator/): Using Navigator as a live database rather than a prospecting toy.
- [Unlimited referrals in B2B sales](https://1000-steps.com/articles/unlimited-referrals-b2b-sales/): Growing through the existing base before chasing new logos.
- [Professional services sales for senior managers](https://1000-steps.com/articles/professional-services-sales-for-senior-managers/): How senior technical people learn to sell as part of their role.
- [Why most RFPs are a waste of time](https://1000-steps.com/articles/why-most-rfps-are-a-waste-of-time-and-how-to-fix-that/): Qualification, and when to walk away.
- [Why B2B lead generation fails](https://1000-steps.com/articles/why-b2b-lead-generation-fails/): The common structural reasons programmes do not work.
- [More leads is not more sales](https://1000-steps.com/articles/more-leads-not-more-sales/): Why volume without qualification does not produce revenue.
- [AI and lead generation](https://1000-steps.com/articles/ai-and-lead-generation-where-are-we-and-whats-next/): Where AI genuinely helps and where it does not.
- [Two thirds of salespeople will be out of a job](https://1000-steps.com/articles/two-thirds-of-salespeople-will-be-out-of-a-job/): How the seller role is changing.

## Tools and resources

- [Resource library](https://1000-steps.com/resources/): All free tools, frameworks and assessments.
- [Healthy Sales Model framework](https://1000-steps.com/resources/healthy-sales-model-framework/): An eight-stage map of the buyer journey from lead source through to onboarding, used to find where pipeline stalls.
- [Introductory meetings calculator](https://1000-steps.com/resources/introductory-meetings-calculator/): Connects meeting targets to the outreach volume required.
- [LinkedIn outreach capacity planner](https://1000-steps.com/resources/linkedin-outreach-capacity-planner/): Realistic outreach volumes without damaging account standing.
- [Lead generation ROI calculator](https://1000-steps.com/resources/lead-generation-roi-calculator/): Modelling the return on a lead generation programme.
- [OTE and commission structure calculator](https://1000-steps.com/resources/ote-commission-structure-calculator/): Building sales compensation structures.
- [Event lead conversion playbook](https://1000-steps.com/resources/event-lead-conversion-playbook/): Turning event and trade show contact into pipeline.
- [Sales readiness test](https://1000-steps.com/resources/sales-readiness-test/): Benchmarking sales maturity from founder-led selling to a scalable system.
- [UTM link builder](https://1000-steps.com/resources/utm-link-builder/): Campaign tracking links for whole-funnel measurement.
- [Expert insights](https://1000-steps.com/expert-insights/): The full article archive.

## Regional

- [United Kingdom](https://1000-steps.com/uk/): UK services and market focus.
- [UK lead generation](https://1000-steps.com/uk/lead-generation/): Lead generation for UK-based B2B businesses.
- [Singapore](https://1000-steps.com/services-singapore/): Singapore and wider Asia services.
- [Australia](https://1000-steps.com/business-services-in-australia/): Australian services and market focus.

## Optional

- [Lead qualification in B2B](https://1000-steps.com/articles/what-makes-a-lead-qualified-in-b2b-sales/): What genuinely qualifies a lead.
- [Improving B2B lead quality](https://1000-steps.com/articles/improve-b2b-lead-quality/)
- [B2B lead scoring guide](https://1000-steps.com/articles/b2b-lead-scoring-guide/)
- [Defining an ICP for lead generation](https://1000-steps.com/articles/b2b-icp-lead-generation/)
- [Inbound vs outbound lead generation](https://1000-steps.com/articles/inbound-vs-outbound-lead-generation/)
- [How much B2B lead generation costs](https://1000-steps.com/articles/how-much-does-b2b-lead-generation-cost/)
- [How long B2B lead generation takes to work](https://1000-steps.com/articles/how-long-does-b2b-lead-generation-take-to-work/)
- [Top lead generation metrics to track](https://1000-steps.com/articles/top-lead-generation-metrics-to-track-in-b2b/)
- [What is pipeline coverage](https://1000-steps.com/articles/what-is-pipeline-coverage/)
- [Five sales KPIs every founder should know](https://1000-steps.com/articles/5-sales-kpis-every-founder-should-know/)
- [CRM mistakes that hurt sales performance](https://1000-steps.com/articles/crm-mistakes-that-hurt-sales-performance/)
- [SDR vs BDR](https://1000-steps.com/articles/sdr-vs-bdr/)
- [Building an SDR team](https://1000-steps.com/articles/building-an-sdr-team-its-not-as-easy-as-it-looks/)
- [The importance of sales training in business growth](https://1000-steps.com/articles/the-importance-of-sales-training-in-business-growth/)
- [B2B event strategy and trade show revenue](https://1000-steps.com/articles/b2b-event-strategy-trade-show-revenue/)
- [Top UK lead generation agencies](https://1000-steps.com/articles/top-uk-lead-generation-agencies/): Comparison of external partners for UK buyers evaluating options.
- [Privacy policy](https://1000-steps.com/privacy-policy/)